ISV Sales Specialist, Google Cloud

2 Days ago • 8 Years + • Business Development

Job Summary

Job Description

As an ISV Sales Specialist at Google Cloud, you will collaborate with Independent Software Vendors (ISVs) to develop and implement joint go-to-market strategies. This includes identifying target customers, articulating joint value propositions, and aligning sales processes. You'll cultivate relationships with sales and business development stakeholders within partner organizations, identifying and qualifying co-selling opportunities. Responsibilities include facilitating alignment between Google's sales teams and ISV sales teams, ensuring effective communication and coordinated sales efforts. You will also need to understand both Google's solutions and the ISV's offerings, tracking and managing the joint sales pipeline to meet shared business targets. The role requires strong communication skills, experience in B2B software sales, and the ability to influence executive decision-makers. A background in enterprise IT sales and software procurement is preferred. This position involves approximately 25% travel.
Must have:
  • 8+ years B2B software sales experience
  • Fluent English communication
  • Collaborate on go-to-market plans
  • Cultivate ISV partner relationships
  • Identify co-selling opportunities
  • Align sales teams & manage pipeline
Good to have:
  • Enterprise IT sales experience
  • Influencing executive decision-makers
  • Ability to travel 25%

Job Details

Minimum qualifications:

  • Bachelor's degree or equivalent practical experience.
  • 8 years of technology related sales, business development, or channel sales experience at a B2B software company.
  • Ability to communicate in English fluently to support client relationship management in this region.

Preferred qualifications:

  • Experience in enterprise IT sales and software procurement.
  • Ability to influence executive decision makers.
  • Ability to travel 25% of the time.

About the job

The Google Cloud Platform team helps customers transform and build what's next for their business — all with technology built in the cloud. Our products are developed for security, reliability and scalability, running the full stack from infrastructure to applications to devices and hardware. Our teams are dedicated to helping our customers — developers, small and large businesses, educational institutions and government agencies — see the benefits of our technology come to life. As part of an entrepreneurial team in this rapidly growing business, you will play a key role in understanding the needs of our customers and help shape the future of businesses of all sizes use technology to connect with customers, employees and partners.

Google Cloud accelerates every organization’s ability to digitally transform its business and industry. We deliver enterprise-grade solutions that leverage Google’s cutting-edge technology, and tools that help developers build more sustainably. Customers in more than 200 countries and territories turn to Google Cloud as their trusted partner to enable growth and solve their most critical business problems.

Responsibilities

  • Collaborate with ISV partners to develop and implement joint go-to-market plans, including target customer identification, joint value proposition articulation, and aligned sales processes.
  • Cultivate and maintain relationships with sales and business development stakeholders within assigned ISV partner organizations.
  • Identify and qualify co-selling opportunities by understanding the complementary nature of our solutions and the ISV's offerings.
  • Facilitate the alignment between our sales teams and our ISV partners' sales teams, ensuring communication, shared understanding of accounts, coordinated sales efforts.
  • Understand the nature of our solutions and the ISV's offerings, and track and manage the joint sales pipeline to ensure accurate forecasting and progress towards shared business targets.

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